Course content

    Day 1
  • Case study on bargaining and the importance of high aspirations
  • Creating value vs. claiming value
  • Basic negotiation principles
  • Case study changing perceptions during negotiations
  • The importance of verbal and non-verbal communication during negotiation, with
    special reference to politeness, space, body language, roles and voice
  • How to negotiate for gain and avoid loss

Day 2

  • Case study to emphasise the importance of trust, visibility and flexibility in negotiation
  • Establishing common ground during negotiation
  • Understanding personality and the effect it has on negotiation
  • Personality questionnaire and discussion
  • Positive persuasion techniques
  • Changing opinions and behaviour

Day 3

  • How to handle conflict during negotiation
  • Multi-party case studies
  • Preparing for negotiation
  • The positive deployment of power in negotiation
  • Video to demonstrate the positive and manipulative use of power
  • Video taped negotiation sessions and individual feedback


Evaluation

Participant involvement and performance during the course serves as the measure for evaluation during the course.

Certificate

On successful completion of the full course, participants receive the International Negotiation Academy’s certificate in negotiation skills.

Conclusion

Based on the recommendation of the SETQAA evaluators, it has been concluded that International Negotiation Academy (PTY) ltd should be awarded Provisional Accreditation,
(decision number 2041) for the provision of education and training in the following

Learning programme/
Skills programme
Recommended
status
NQF
level
Intensive
Negotiation Skills
Program
Provisional
Accreditation
4


Credit Credit List of ETD
Practitioners
List of
Assessors
5 HIJ Spoelstra HIJ Spoelstra

 

COURSE DATES 2010

01 – 03 MARCH 2010 MIDRAND (SA)
03 – 05 MAY 2010 PERTH (AUSTRALIA)
02 – 04 JUNE 2010 MIDRAND (SA)
19 – 21 JULY 2010 LONDON (ENGLAND)
16 – 18 AUGUST 2010 MIDRAND (SA)
20 – 22 SEPTEMBER 2010 LONDON (UK)
13 – 15 SEPTEMBER 2010 MIDRAND (SA)
01 – 03 NOVEMBER 2010 MIDRAND (SA)

COURSE FEE:

The all-inclusive Course fee for 2009 is
R7 990-00. This includes VAT, handouts and the book: “Negotiation:  Theories, Strategies & Skills”, by Spoelstra and Pienaar, lunch and refreshments.

COURSE VENUE

All the Midrand (South Africa) courses will be presented at the ESKOM Integrated Learning Program Centre in Midrand.

Companies enrolling five or more delegates receive a 10 percent discount.
Additional information
Phone: 0860 833 555
E-mail: negotiate@telkomsa.net

Should you wish to enroll, please complete the attached application form and fax to:

(086)0 833 555

Who should attend
Skills/Insights participants will acquire

All courses are Services Seta accredited

 

 


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Prof Manie Spoelstra

Course Leader

Courses on Offer:
 
 
  All courses are
Services Seta accredited


Contact Information:
 


South Africa Toll Free:
0860 833 555

Fax: (086)6 979 528 

Tel. international callers:
+27 18 290 1478

Fax to mail:
0866 979 528

Postal Address:
P.O. Box 6767, Baillie Park, 2526.


E-mail: profmani@telkomsa.net

Click here to download a course application form.